vp sales business development in washington dc metro resume tom miller

TOM MILLER Herndon, VA

[email protected] (703) 915-6663 https://www.linkedin.com/in/tommiller3

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AREAS OF EXPERTISE

Sales Business Development Corporate Communications P&L Accountability Corporate Branding Talent Development Market Research Project and Program Management Business Analytics C-Level Interface Product/Solution Development Enterprise Architecture Project Portfolio Management Business Process Outsourcing Business Process Optimization Change Management Contract Negotiation Capture Management Forecasting Marketing & Capture Strategies Call Plan Development Bid / No Bid Price to Win Proposal Development Competitive Analysis Sales Compensation CRM Implementation Rapid Sales Pipeline Development Teaming Strategies / Agreements Fortune 100 Sales B2B Sales B2G Sales

PROFESSIONAL EXPERIENCE

GROWTH STRATEGIES / CAPTURE MANAGEMENT SERVICES 6/2015 to Present

Providing contract based capture management and proposal development services to tech and professional

services clients looking to grow their current client base or expand into new market sectors.

President

Providing clients with all tools necessary for explosive growth sales, business development, marketing, proposal management, business planning, strategic planning, growth strategy and branding.

Recently provided contract to provide capture/proposal management services in pursuit of $50 million Department of Transportation opportunity.

Recently worked with a single client start-up to develop, a sales and marketing plan that provided: o New revenue producing federal clients o National earned media exposure in Forbes, Inc., GoveExec and regional business journals o Recognized industry thought leadership o Blueprint for sustained future growth including processes, workflows and a framework for

continued strategic planning

HIGHPOINT GLOBAL, Reston VA 1/2014 6/2015

Senior Vice President, Business Development and Marketing

Recruited and hired Business Development, Marketing and Proposal Development teams, most within 90 highly days of hire; built revenue producing $100 million pipeline and completely rebranded the company

within 12 months of group launch.

Developed a highly collaborative and dynamic business development and marketing strategy that expanded the client base and supports long term growth objectives with sustainable overhead levels.

Re-focused company service offering to align with market demand - Citizen Experience (CX) services and produce the thought leadership to elevate visibility and propel HPG to become a leading CX brand.

Developed and implemented Business Development and Capture processes that created a dynamic business development culture across all internal functional areas to create 1 HighPoint organization.

Led a marketing effort (PR, multi-channel advertising, digital marketing strategy, white-papers, active conference sponsorships and other earned media) that established HighPoint as the premier thought leader

in the emerging CX market.

Developed and implemented a balanced but aggressive business development strategy designed to maximize measured, sustainable growth and control overhead costs during ramp-up.

o 2014 revenue 100% of plan o 2014 Budget 98% of plan

Worked with the executive team in a start-up environment to develop validate and implement the middle market methodologies and processes necessary for growth:

o Sales o Account Management o Proposal Management o Budget / P&L Reporting o Marketing o Solution Development o Business Development o Sales/Revenue Forecasting o Price to Win o Capture Management o Teaming Agreements o Contract Management



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Converted HPG from a regional, single solution project management services provider with 1 client to a nationally recognized of high value, high margin business process improvement offerings to multiple

clients, on target for 20% growth in 2015.

GRADUATE SCHOOL USA, Washington, DC 11/2010 to 7/2013

Vice President, Business Development

Developed position descriptions, created compensation plans and recruited sales/business development staff who had qualified proposals going out the door within the first 90 days.

Leveraged market research, network contacts and industry knowledge to build a >$75M pipeline in 90 days that generated $50M in revenue first year.

Developed and implemented commercial best practices based sales and proposal methodologies and processes GS-USA to overcome lack of sales/BD infrastructure when hired. The effort ignited revenue

growth and provided executive team with visibility into sales/revenue forecasting for the first time.

Developed and implemented proposal format and pricing tools, standards and formatting that gave GS-USA price to win capability.

Revamped GSA Schedule and other pricing instruments that enhanced pricing flexibility and enabled a 50% increase in program based margins.

Developed customizable, solutions/requirements based approach to that grew the average deal size by 300% and finish the first year 8% ahead of plan with a green sales team in a severely uncertain market.

MANAGEMENT CONCEPTS, INC. Vienna, VA 12/2009 to 11/ 2010

Vice President, Business Development, Sales

Facilitated the development of proprietary market driven solutions modules to custom build dynamic, high margin training solutions and diagnostic methodologies to address client specific business problems

at COTS price points that yielded >$50M pipeline in 90 days - $17M in revenue first year with net

margins in excess of 20%.

Built a centralized proposal management capability that included proposal selection protocols and a comprehensive proposal resource library to overcome discrete line of business proposal functions that

leveraged line of business best practice and reduce proposal costs by 50%.

Assessed market demand to identify high value opportunities and developed targeted proprietary offerings that produced a competition crushing customized solutions/pricing and reduced cost of sales by 25%.

Ramped up and focused business development and proposal activity, to increase in the annual revenue growth rate from historically single digits to 40% in 2010.

FEDSOURCES, INC., (Deltek IQ) Herndon, VA February 2008

to June 2009

Senior Vice President, Business Development, Sales

Built the sales organization from one to ten highly trained Senior Account Execs in 12 months.

Led sales, negotiation and prospecting training to all inside sales/call center and account services employees that increased unit price by 73% and sales effectiveness by 250% based on closing ratio in a

severely down market

Developed and implemented sales processes that leading industry competitors have attempted to adopt to mitigate FedSources perceived competitive advantage.

Achieved 5% sales growth quarter over quarter throughout FY08 with new sales team.

Developed and implemented a leveraged sales compensation plan that rewards excellence, has disincentives for sub-par performance and created an 8% reduction in commission cost.

Shifted organizational focus from product provider to professional services that yielded a significant competitive advantage by establishing FedSources as premium brand, forcing the competition to reduce price their prices to compete.



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HEADSTRONG PUBLIC SECTOR, INC. (Genpact) Reston, VA 4/2002 to 11/2007

Director, Business Development

Maintained an average gross margin in excess of 48% with EBITDA in excess of 10%.

Led successful capture efforts on projects including Census 2010 Field Data Collection Automation as a key sub to Harris Corp., US Army Portfolio Management and Treasury CPIC.

Achieved 260% of plan in second year and performed at or above plan from 2002 to 2007.

Produced consistent revenue growth with existing clients by teaming with leading business application providers offering Portfolio Management; Capital Planning & Investment Control Processes (CPIC);

Enterprise Architecture; Web Content Management; Web Development, Document Management, and

Business Process Development services, to establish Headstrong as a dominate provider of integrated IT

solutions in the Federal market. Clients included: Census, USDA, Treasury, GSA , Dept. of Interior,

Treasury (Mint, BEP, IRS), Army (USAMC), Defense Intelligence Agency, CIA, Defense Logistics

Agency (DLA), SEC, US Senate, US Courts and FINRA and DHS clients

Consistently met or exceeded annual bookings and 10% annual revenue growth goals

o 2002 - 233% of Plan o 2004 - 111% of Plan o 2006 - 150% of Plan o 2003 - 260% of Plan o 2005 - 106% of Plan o 2007 - 99% of Plan

ROBBINS-GIOIA, LLC Alexandria, VA 10/1999 to 11/2001

Vice President Business Development, Strategic Solutions Group (SSG)

Achieved average 10% Growth and 101% of Revenue Goal

Led business development and marketing with major wins at FAA/OEP, Defense Logistics Agency, Customs Modernization (Sub to IBM), Navy Marine Corps Intranet (NMCI) and IRS modernization (Sub

to CSC).

Reduced SG&A by 23% by transforming geographically dispersed salespeople from a silo based format to a highly collaborative matrixed environment.

EDUCATION

Bachelor of Science, Towson University, Towson, MD

PROFESSIONAL DEVELOPMENT

Solution Sales Training

Baker Win/Win Negotiation Training, Solution Selling, Decker Presentation Skills

Robbins Gioia Project Management Bootcamp

o PM Tools o Budgeting o Risk Management o Requirements Management o WBS - Critical Path o Scheduling - Gantt Chart + Master Integrated Schedule

MOST Organizational Change Management Methodology

Shipley - Writing Federal Proposals

FedMarket - Writing & Managing Winning Proposals

TOOLS

Primavera - PM Oracle/Primavera/ProSight - PPM PowerSteering - PPM

MS Project - PM SalesForce.co m CRM PlanView - PPM

Siebel Sales CRM Microsoft CRM

SalesLogix - CRM WorkLenz - PPM

vp sales business development in washington dc metro resume tom miller

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